How to Negotiate

The entire book has been about how to negotiate of course, and this final installment has an outline of the basic negotiation process, including six steps to take before you even sit at the negotiating table.

Outline Of A Successful Negotiation

Here's a basic outline of a successful negotiation:

1. General information gathering - Take notes on all the crucial information and key players.

2. Teamwork - Ask for any help you need.

3. Specific information gathering - Determine the needs, desires, and motivations of the other side.

4. Time considerations - Determine any relevant deadlines, and whether a delay might help.

5. Negotiating goals - Have a list for yourself.

6. Preparation - Plan how to use the information you gathered.

7. Start negotiations - Assume you'll get what you need and you know how to negotiate.

8. Satisfy their needs - Try to do it in ways that work for you.

9. Ask for what you need - Try to surpass your goals.

10. Clarify the understanding - Repeat and verify what the agreement is.

11. Make it binding - Get it in writing and finish up any legal formalities.

The real secret to how to negotiate successfully is to learn the appropriate strategies, techniques and tactics, and then use them consistently. Start by learning and practicing one or two things, and then move to the next. In other words, you can't just read about these things and benefit. You have to keep learning, and more importantly, apply what you learn until knowledge becomes skill. Use the techniques until you are using them instinctively, and you'll be a master negotiator.

The End